Senior Enterprise Solutions Account Executive

Zayo Group; Vancouver; On-site; CAD 63,000 - 84,000; Full time

Job summary

Zayo Group in Vancouver, Canada seeks a Senior Commercial Account Executive to identify, develop and close new revenue opportunities within large, complex accounts across the assigned territory. You will prospect new customers while expanding relationships into multi-service, multi-location deals.

You will craft account plans, engage multiple decision-makers, and drive new MRR growth through consultative selling across fiber, transport, IP, SD-WAN, edge and security products.

Qualifications

• Bachelor’s degree or equivalent combination of education and relevant professional experience.
• 5+ years of successful B2B sales experience, preferably in telecommunications, technology, network infrastructure or a related industry.
• Proven experience developing and closing large, complex B2B sales opportunities involving multiple customer stakeholders, locations, products or solution requirements.
• Strong working knowledge of telecommunications and network infrastructure, with demonstrated knowledge of Fiber Infrastructure, Transport, IP, SD-WAN, Edge and/or Security services.
• Demonstrated ability to independently manage complex opportunities through the complete sales process, including qualification, solution development, proposal, negotiation and close.

Responsibilities

• Achieve and exceed assigned new MRR and revenue targets through the acquisition of new customers and development of additional sales opportunities within large and complex commercial accounts.
• Develop and execute strategic territory and account plans that prioritize high-potential prospects and customers based on market opportunity, network capabilities, customer requirements and potential for long-term new MRR growth.
• Leverage SalesLoft to design and execute targeted, multi-threaded account engagement campaigns across multiple personas, decision-makers and influencers, using personalization, sequencing and engagement insights to penetrate complex accounts, generate meetings and create new sales opportunities.
• Proactively identify and prospect into high-value commercial accounts, developing wedge opportunities that establish Zayo within the customer and create a foundation for broader, multi-product relationships.
• Build and maintain relationships with multiple customer stakeholders, including business leaders, technical decision-makers and influencers, to understand organizational priorities and uncover opportunities across locations, products and business units.
• Conduct effective discovery with business and technical stakeholders to understand customer objectives, network requirements, challenges and future initiatives and translate those needs into relevant Zayo solutions.
• Apply a consultative and trusted-advisor approach to develop and position solutions across Zayo’s Fiber Infrastructure, Transport, IP, SD-WAN, Edge and Security portfolio.
• Develop and manage large and complex opportunities involving multiple products, locations, stakeholders and solution requirements, effectively coordinating the technical, commercial and operational resources required to advance the opportunity.
• Drive opportunities through the entire sales process, including discovery, qualification, solution development, business-case development, proposal, commercial negotiation and close.
• Develop newly acquired customers into long-term, multi-service relationships, continually identifying opportunities to expand Zayo’s presence and generate additional new MRR.
• Follow the One Zayo Way sales process and consistently apply Zayo’s defined sales methodologies, tools and best practices to account planning, opportunity qualification, pipeline management, customer engagement and deal progression.
• Maintain a healthy, appropriately qualified pipeline and provide accurate and timely forecasts in accordance with One Zayo Way expectations, ensuring opportunity stage, new MRR, close date, probability, customer commitments and next steps accurately reflect the current status of each opportunity.
• Maintain timely and accurate account, contact, activity and opportunity information in Salesforce, providing clear visibility into account strategy, pipeline development and deal progression.
• Collaborate and coordinate effectively across Sales Engineering, Product, Operations, Legal, Finance, Marketing and other internal organizations to develop solutions, remove obstacles and successfully close complex opportunities.
• Maintain strong knowledge of Zayo’s network capabilities, product portfolio, competitive environment, assigned markets and emerging customer requirements to effectively identify and position new sales opportunities.
• Share best practices and market insights with other members of the Regional Enterprise organization and contribute to a culture of disciplined prospecting, collaboration and sales execution.

Skills

B2B sales

Strategic account planning

Multi-threaded selling

Sales forecasting

Communication skills

Negotiation

Education

Bachelor’s degree

Tools

SalesLoft

Salesforce

Job description

Zayo Group in Vancouver, Canada seeks a Senior Commercial Account Executive to identify, develop and close new revenue opportunities within large, complex accounts across the assigned territory. You will prospect new customers while expanding relationships into multi-service, multi-location deals.

You will craft account plans, engage multiple decision-makers, and drive new MRR growth through consultative selling across fiber, transport, IP, SD-WAN, edge and security products.